Company Description

As the industry leader in compensation data and technology, Payscale helps organizations #getpayright. Payscale is the only technology solution for managing compensation that provides multiple streams of fresh, transparently curated and validated salary data. Combined with modeling engines that learn continuously and generate recommendations and insight, Payscale empowers HR to price jobs and adjust compensation to reflect real-time changes in the market — all on one trusted data platform. With Payscale’s Adaptive Compensation Advantage, teams operate with efficiency, focused on outcomes rather than manual data management. To learn how companies like The Washington Post, Perry Ellis International, United Healthcare and The New York Times rely on PayScale to attract and retain top talent, motivate and engage employees and plan their future workforce, visit payscale.com.

Job Description

What We Do: The Named Accounts team works closely with Sales Development, Marketing, Solution Engineering and Customer Success to drive the conversion of interested organizations to long-term customers and expansion of the Payscale footprint within current customers. Our goal is to help compensation professionals leverage the Payscale technology, data and services to empower them to adopt a modern compensation strategy.

What You Do: As an Account Director on our Named Accounts team, you will use your experience and solution selling skills to develop long-standing relationships with 150 current and prospective companies. In this role you will leverage your strong sales foundation including account blueprinting, account based marketing, value engineering, team facilitation and more.

Day-in-the-Life:

As an Account Director, a typical day may include the following…

• Collaborating with your Sales Development Representative on territory planning
• Meet with your named customer account’s Customer Success Manager ahead of a Quarterly Business Review
• Reviewing ABM signals and coordinating the appropriate response
• Overcoming objections and effectively communicating Payscale’s value propositions to key decision makers and influencers
• Staying current on total rewards trends and maintaining high level knowledge of competitor and partner offerings
• Maintaining up to date records and providing valuable market intelligence to Marketing, Sales, and Product teams
• Continuous learning through mock calls, formal training, and regular coaching and feedback
• Remain in contact with prospects/clients at all stages of sales cycle and beyond

First Year in Role:

• Month 3: You will have learned the ins and outs of the role. You will have built a solid relationship with your assigned Sales Development Representative to develop an aligned territory plan.
• Month 6: You will be developing pipeline, negotiating agreements, closing business, improving your partnership with your Sales Development Representative while continuing to hone your solution selling skills, value engineering and uniquely positioning the Payscale portfolio.
• Month 12: You will have closed more than a few upsell and new business opportunities. You will have a solid pipeline and built a strong network within and outside Payscale.

Qualifications

Experience:

• Bachelor's degree, or experience in sales and/or customer facing activities in a solution selling environment
• Demonstrated success expanding the deployment of offerings within current customers and closing new business at the same time.
• 8+ years of Enterprise SaaS sales experience
• Experience working with and through partners to provide comprehensive, customer-specific solutions

Skills:

• Curious and active listener: You have a deep hunger to learn, coupled with a willingness to experiment. You ask many questions. You recognize there is a difference between "hearing" and "listening" and you even pick up on what's not being said.
• Resilient and self-motivated: You're always striving to build upon previous successes. You realize that the quickest path to success is through quick failures, so you aren't afraid to jump in and try something new.
• Detail oriented: The little things matter! You're able to craft a process that keeps you and the team on track.
• Tech savvy: you love experimenting with new technology, and you quickly develop, learn and evolve new processes.
• Exceptional verbal and written communicator: You are clear, concise, professional, and engaging via written, remote and in-person communications.
• Collaborative: Your success will depend on the success of many other teams – Solution Engineering, Sales Development, Strategic Marketing, Product Marketing, Product Management, Legal, Customer Success.

Sales Methodology: Familiarity with solutions selling methodologies, preferably MEDDICC

Additional Information

Benefits and Perks – The Highlights:

All around awesome culture where together we strive to:

• Pursue excellence every day
• Create customer value
• Compete to win (and lose!) as a team

As part of our culture of transparency and commitment to employee engagement, we have several programs and resources such as:

• Regular virtual company meetings
• Coffee chats
• Table for 4 Executive conversation
• Spirit Week
• Pulsing tools for continuous conversations to drive performance and career growth
• Strengths based tools designed to help employees engage with peers and managers, supported through a program called StandOut
• Access to top notch learning courses for all employees through LinkedIn Learning
• As well as constant re-evaluation of what our employees need to be successful at work!

Our more standard benefits include:

• Flexible Paid Time Off program – most employees average around 3 weeks per year
• 14 paid holidays including Independence Week, Juneteenth and World Mental Health Day
• 3 comprehensive health plans to fit your unique needs; plans have up to 100% company-paid premium coverage for employee Medical, Dental and Vision
• Access to Premera’s Healthcare Services including an Employee Assistance Program (EAP), 24-hour Nurse Hotline, Telehealth (Doctor on Demand), Talkspace, and other virtual care options
• Flexible Spending Account (FSA) options for pre-tax employee allocations towards: Medical, Dependent Care, Parking, and Transit
• Company Paid Short Term Disability, Long Term Disability, and Life Insurance
• Comprehensive Paid Parental / Adoption Leave program
• 401k program with fully vested, immediate company match

Equal Opportunity Employer: We embrace equal employment opportunity.

PayScale is committed to a policy of equal employment opportunity for all applicants and employees. It is our policy that employees will not be subjected to unlawful discrimination on the basis of race, color, religion, sex, age, national origin or ancestry, physical or mental disability, veteran or military status, marital status, sexual orientation, political ideology and any other basis protected by federal, state, or local laws. This policy applies to all terms and conditions of employment, including but not limited to: recruitment, hiring, transfers, promotions, training, discipline, termination, compensation and benefits, performance appraisals, education, and social and recreational programs.